Shell Field Based Account Manager (Transport Lubricant & Coolant Sales) - PA in Philadelphia, Pennsylvania

Auto req ID 79805BR

Job Title Field Based Account Manager (Transport Lubricant & Coolant Sales) - PA

Country of Work Location United States

City, State (if applicable) Philadelphia, PA

Work Location SOP US - Home Office Site

Company Description Shell is a global group of energy and petrochemicals companies with over 90,000 employees in more than 70 countries and territories. In the US, we have operated for over a century and are a major oil and gas producer onshore and in the Gulf of Mexico, a recognized innovator in exploration and production technology, and a leading manufacturer and marketer of fuels, natural gas and petrochemicals. We deliver energy responsibly; operate safely with respect to our neighbours and work to minimize our environmental impact. We are in search of remarkable people who will thrive in a diverse and inclusive work environment to deliver exciting projects locally and globally. People who are passionate about exploring new frontiers. Innovators and pioneers. People with the drive to help shape our future. Because remarkable people achieve remarkable things.

Job Description

The main emphasis of this role is direct sales of lubricants and coolants to business-to-business customers in the Transport sector. This includes identifying, qualifying, negotiating, and winning new business, as well as proactively developing existing customer relationships. Primary customer base includes On-Highway Fleets, OEM Truck Dealerships, Heavy Duty Installers, and other resellers or end users of heavy duty diesel engine oils, coolants, and ancillary products. This position will also support Key Accounts in this Sector, as well as the Indirect (Distributor Channel) to some extent. Primary financial deliverables are margin, volume, and days sales outstanding.


  • Must have legal authorization to work in the US on a full-time basis for anyone other than current employer.

  • BA/BS Degree or relevant experience

  • Minimum three (3) years of experience in field sales and selling brand value, including a demonstrated ability to identify opportunities, assess needs, develop differentiated offers using CVPs, and close deals

  • Demonstrated ability to manage a sales territory and consistently deliver against volume and profit targets.

  • Demonstrated ability to grow sales as measured by period-over-period increases in one or more of the following:-Sales volume-Market share-Profit-Profit per unit sold

Previous successful experience in the following:

  • Providing consultative sales support and marketing guidance to end customers, resellers, distributors, or wholesalers.

  • Developing and implementing sales strategies and marketing programs and promotions, and monitoring performance against those initiatives.

  • Working with large customers and dealing with high-level decision makers and complex negotiations.

  • Overseeing credit performance.

  • Setting pricing strategies to maximize profitability.

  • Developing and negotiating multi-year sales agreements.

  • Negotiating contract renewals.

  • Using Salesforce or similar CRM system.

  • Using Microsoft Outlook, Excel, PowerPoint, and Word.

  • Preferred previous experience selling to transport sector customers and in direct, business-to-business sales.

  • Knowledge of and existing business relationships with transport sector customers and prospects in this sales territory.

No. of Positions 1


Please note: We occasionally amend or withdraw Shell jobs and reserve the right to do so at any time, including prior to the advertised closing date.

Before applying, you are advised to read our data protection policy. This policy describes the processing that may be associated with your personal data and informs you that your personal data may be transferred to Royal Dutch/Shell Group companies around the world.

The Shell Group and its approved recruitment consultants will never ask you for a fee to process or consider your application for a career with Shell. Anyone who demands such a fee is not an authorised Shell representative and you are strongly advised to refuse any such demand.

Shell participates in E-Verify.

All qualified applicants will receive consideration for employment without regard to race, color, sex, national origin, age, religion, disability, sexual orientation, gender identity, protected veteran status, citizenship, genetic information or other protected status under federal, state or local laws.

Shell is an Equal Opportunity Employer - Minorities/Females/Veterans/Disability.

Removal Date 16-Jun-2018